What makes us different...is we create a system-wide culture...producing accurate sales forecasts...allowing leadership to run an organized, efficient business.
TANK DIESEL RECON & TACTICS
Building Measurable and Sustainable Growth!
Following is a brief overview of the Recon & Tactics program:
Building Measurable and Sustainable Growth!
Following is a brief overview of the Recon & Tactics program:
- Culture & The Winning Formula
At TankDiesel, culture is the fuel that drives the sales engine. In fact, no organizational model will be successful if it does not establish and maintain the right culture. This is why our company’s process begins by learning and interpreting our client's culture.
Our Winning Formula is: discipline, organization, attention to detail, timeliness and passion. TankDiesel will drill your sales force to master this formula and equip your sales executives to embody these fundamental traits. By instilling the TankDiesel Winning Formula within the sales culture, your revenue will have no ceiling.
- Environment Evaluation
Specific focus will be on understanding the current sales environment including sales model, sales and marketing budget, current pipeline and sales stages. Spending meaningful time with executives C-suite, sales and marketing representatives, and customers is essential to the evaluation phase to fully understand the company foundation. Knowing the history, what is working and what is not, as well as the company’s current and future business goals is imperative to implementing a proven sales model.
- Understanding and Developing the Ideal Customer Profile
We will define the ideal customer profile, characteristics that must be present before we pursue to be a client. This tool will create a target profile to qualify leads, preventing sales representatives from pursuing unqualified leads.
- Managing the Pipeline
We will review the current sales stages and either modify and or build appropriate stages. We will ensure that sales representatives understand how to move the account through the sales pipeline in a scientific manner using the stage criteria as well as how and when to adjust their forecast. - Territory Action Plan
It is important to clearly define the quota and the strategies within the specific territory necessary to meet and or exceed plan. Having a well thought out collaborative plan is paramount if one is to achieve success. - Progress Reports (WAR & WFC)
Sales representatives will report their weekly progress, reflecting on their current week and projecting their upcoming week. This laser focused communication will ensure that the account has gone through the necessary sales stages and is, indeed, prepared to close. Weekly leadership meetings drive accountability within the sales organization. - Talent Assessment
After completing the environment evaluation and target strategy exercises, we will know if we have the right team in place. We will identify teachable talent within the current sales organization that is seeking financial freedom.
- Positioning and Tools
Once the ideal customer profile is defined, sales reps must have the appropriate messaging and tools to support their efforts. We will evaluate current tools and resources in order to recommend additional support tools as needed.
- Strategic Selling Model
If appropriate we will work with the company to identify and implement a strategic selling model, typically applied to high dollar, complex sales.
- Certification
We will create and implement a product/service specific certification program to ensure that every sales representative can carry out the implemented sales model efficiently and effectively.